Is a real estate career just a series of transactions strung together over a lifetime? Or is it a series of interpersonal relationships that form, dissolve and then reform again?
I came to this question reading the Negotiation (Amacom, 2013) book in The Brian Tracy Success Library. It’s basically just a pocket guide to one subsection of sales techniques, so I was combing through it for a review. That’s when I came to a subhead titled “The Chinese Contract.” This piqued the interest of my internal anthropologist. I could imagine that contracts would be envisioned differently in China than they are in the U.S. for a variety of reasons. But in what way would they be different?
I was somewhat surprised when I read Tracy’s explanation that Chinese contracts are more flexible, thorough, and durable than American ones:
In the Chinese mentality, everything that can be thought of or anticipated is written down. But there is a clear understanding that, as the arrangement goes forward, new information will emerge and new situations will arise. This new information and these new situations will necessitate revising the contract so that it is still fair and equitable for both parties. Continue reading »
Yeah, yeah; I know you’re not supposed to judge a book by its cover. But we all do it to some extent; if we didn’t, publishers would save some money and all book covers would look the same.
And I’m going to confess something to you all: Whenever I see diminutive descriptors used in the title of a book, I tend to adopt a dismissive attitude. The “Little Books of __” and pocket guides to this or that seem to promise easy results without the “work” of actually committing to a full book. And authors: Don’t even come to me with 101 anythings.
So, when The Leader’s Pocket Guide: 101 Indispensable Tools, Tips, and Techniques for Any Situation crossed my desk, I was skeptical. Honestly, the phrase that crossed my mind was “junk food.”
However, while this collection is certainly not analogous to a five-course meal, it’s not a single-serving bag of Cheetos either. I’d venture to say author John Baldoni has taken the many ingredients from his long coaching career and assembled them in sandwich form.
And I swear I’ve just had lunch. Bear with me here. Continue reading »